Chapter 13. RESISTANCE IS FUTILE
In which we discover how to tell if someone is interested even when they say they're not – and how we overcome all resistance
The old timers can help us to spot those drool moments. They developed a nose for what they called 'buying signals'. The theory is that as the 'prospect' becomes more convinced in their head, they start to exhibit outward, recognizable signs that they are ready to buy. This old and neglected art is actually quite useful because these signals can be slight and subtle, and can sometimes be downright contradictory. On an obvious level they can start to ask more detailed questions about the minutiae or the care or maintenance of your offer. "A pet polar bear, eh? What exactly do they eat?"
Always ...
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